SALES IN THE NEW ECONOMY (continued)

by Scott Hammond

THE INTERPRETATION: What my dad taught was that business and sales are about relationships and people. The key to sales is to simply “Grow Relationships”. IF they know you, like you, trust you, they WILL buy from you. Relationship is king and People are paramount.

The NEW ECONOMY:
New Economy 2011 is not “Business as Usual.” I have been on the streets of Humboldt County for 30 years selling and it has NEVER been like this. Example: my informal survey of 200+ businesses has yielded only about 10 or so businesses that are doing “well.”  I think 50% of those are exaggerating!  Things are tough!

SALES IN A NEW ECONOMY
It has been said: “Nothing happens till there is a Sale”—it is the 2nd oldest profession! Capitalism and the Free Enterprise System are all based on sales and selling. Nothing happens till there is a sale. Sales IS foundation of our economy and the core of the free market system.
Old Practices and “business as usual” are NOT working. The “good old boy network” is not so good today!  We must work harder AND smarter if we want to survive.
Things are really spooky and scary…What will we do going forward?  How will YOU change and adapt to this “New Economy…?” Read on….

KNOW, LIKE, TRUST, and BUY YOU….HOW?

KNOW YOU--- (know ability)
Who is the REAL YOU-Genuine, transparent, and human? In order for relationships to work people need to get to know you: Really know You- Not the adapted or “professional” you. Can you let down your guard and “keep it real?” Also, are you present in your customers world—Networking, BNI, Chamber, Rotary, Associations, Social Media, etc.

LIKE YOU--- (likability)
How can you be a more LIKABLE you? Serve others! Serving, helping, loving others: Remember—“They don’t care how much you know- till they know how much you care.” Serving others helps them Like YOU! Helping others sets the stage for real likability.

TRUST YOU-- (trustworthy)
My Dad Bob said “It takes money to buy whiskey.” What he meant is that actions promote credibility in all you do-Actions speak louder than words. True.Trust simply takes time, consistency, availability, and starts with small steps of incremental credibility.

BUY YOU--- (buy ability)
When it comes time to buy (if you have done the above), you are the trusted advisor. The natural outcome will be to use your services. You will be the #1. Choice when your customer goes shopping! You have won them with loyalty and good service--they may shop but will buy from YOU!

BUSINESS LEGACY—
What will you work on to improve your sales, character, integrity, and love for others? This is the stuff of real sales, life, and relationships. What are you known for? What will they say at your funeral? How will you be remembered in life, family, and business? Were you known?  Liked? Trusted? And Bought?It really is about people and relationships and that is what we leave behind in a positive legacy.  Please remember the immortal words: “If you’re in it for the money you are only half paid.” Why settle for any less?

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